Company Background

Pivotal offers a modern approach to technology that organizations need to thrive in a new era of business innovation. Our solutions intersect cloud, big data and agile development, creating a framework that increases data leverage, accelerates application delivery, and decreases costs, while providing enterprises the speed and scale they need to compete.

At Pivotal (, you can tackle the most challenging problems, unleash amazing opportunities, and build technologies that have real impact to business, people and the world.

Pivotal is seeking a world-class salesperson with experience selling consulting services or IT solutions into the top level CXOs, CIOs and CTOs.   As an Pivotal Labs Sales at Pivotal your objective will be to manage, develop and grow existing and prospective client relationships within a given vertical and / or product.


Job Summary

The mission of Pivotal Labs sales is to lead Pivotal Labs services toward Japanese enterprise companies, by leveraging Pivotal Labs Tokyo resources and achieve individual business target through the collaboration with Pivotal Labs Tokyo team, Pivotal Japan sales team and business partners including DELL-EMC and Vmware.



This role focused on selling our Pivotal Labs offering and responsibilities include but are not limited to:

  • Consult with C-level executives to develop and implement an effective enterprise wide strategy that maximizes the value delivered by Pivotal’s products and services, especially Pivotal Labs offering
  • Consulting with organizations around, and creating an understanding of, the need to build software development competencies within their organization - help organizations to map a path of building that skill through our Pivotal Labs offering
  • Build excellent client relationships offering value added, insightful and strategic input to their business
  • New logo acquisition and working with existing customers to expand Pivotal’s territory and product coverage
  • Work with the Business Partner Sales channel to help them identify opportunities and then support them with their sales effort
  • Working in conjunction with other Pivotal Sales Executives to drive the Labs sales proposition into our other accounts
  • Become familiar with our products and services and learn about our global and domestic customer references and business outcomes to be an evangelist to prospects
  • Provide leadership in the development of product knowledge, solution, sales and service strategies and competency development using the Integrated Sales Cycle
  • Assist in preparation of pre-work, scoping and contracts for Pivotal Labs engagements
  • Forecast revenues timely and accurately; Increase revenue and retention rates for specified key accounts
  • Develop long term strategic accounts as well as to meet short term performance goals
  • Represent Pivotal with integrity, maintain industry credibility, prospect for new business, and establish and strengthen relationships through presenting to various audiences and attendance
  • Be the “Pivotal Ambassador” within DELL-EMC and VMWare – this involves communicating with the Country Manager, the Sales Directors and the direct and indirect sales teams, being up-to- date with market trends and positioning
  • Collaborate upon Pivotal Labs resource utilization management with Pivotal Labs Office Director, design sell cycle along with local resource plan
  • Communicate with local Pivotal Labs office director to understand the current on-going engagement status and find up-sell & cross-sell opportunities in the engagement
  • Enable Pivotal Labs selling methods to Pivotal Japan team, business partners, DELL-EMC & Vmware team



  • 10+ years of technology consulting sales experience with focus on IT
  • Consistently outperform sales quotas in previous jobs, achievement driven and highly competitive
  • C-Level and VP level relationships at key customer contacts (high end mid- market and enterprise)
  • Advanced knowledge around Software Development Practices, Big Data Analytics Platform, In Memory Technology and PaaS
  • Experience using a consultative sales approach
  • Ability to work independently and leverage resources wisely when needed
  • Strong organizational and presentation skills
  • Strong verbal and written communication skills
  • Good partner management skill
  • Innovative thinking and business oriented
  • Able to qualify, execute and close business opportunity under minimum guidance and high pressure
  • Team player, self-motivated and able to take ownership of assigned tasks
  • Workable English communication skill. Many internal communications should be done in English


Pivotal offers a competitive compensation/benefits package as well as pre-IPO equity in our company


Working Location

This role is based in Pivotal Labs Tokyo office in Roppongi Hills, Tokyo, Japan

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